“
Before delivering a presentation, a salesperson might ask himself positive outcome questions that sound like this: Am I going to deliver a compelling pitch? Are they likely to buy from me? Will they be satisfied with their purchase? As it turns out, the very act of asking the questions is magical. In their fascinating paper “Motivating Goal-Directed Behavior through Introspective Self-Talk: The Role of the Interrogative Form of Simple Future Tense,” researchers Ibrahim Senay, Dolores Albarracín, and Kenji Noguchi describe the surprising results of a clever experiment they conducted in 2010. Participants were led to believe that the researchers were “interested in people’s handwriting practices” and asked to write one of the following four words or phrases twenty times: “I,” “Will,” “Will I,” or “I will.” Once the writing task was completed, they were given a series of word puzzles to solve. The group that wrote the interrogative phrase “Will I” outperformed all three other groups in the word-puzzles task by nearly double.
”
”
Tim David (Magic Words: The Science and Secrets Behind Seven Words That Motivate, Engage, and Influence)